Physical Security & Surveillance Pre sales

Key Responsibilities

Security risk assessment and solution design

• Conduct site surveys and security risk / vulnerability assessments; define security zones,

threat scenarios and layered (deter–detect–delay–respond) protection concepts.

• Design integrated solutions: IP CCTV, video management systems (VMS), AI video

analytics, access control, turnstiles and entrance automation, perimeter intrusion

detection, vehicle access control and command \& control centres.

• Produce design deliverables: camera placement and field-of-view plans (DORI),

access control schematics, door hardware schedules, network and storage architecture,

single-line diagrams, rack layouts and cable schedules.

• Size infrastructure correctly: bandwidth, storage and retention, server/compute

(including GPU for analytics), redundancy and failover, UPS/power and PoE budgets.

• Design for compliance and cybersecurity: ONVIF interoperability, IEC 62676, IEC

62443 practice, secure device hardening, and Indian regulations such as MeitY/STQC

CCTV certification requirements, along with sector norms (e.g. BCAS for airports, ISPS

Code for ports).

• Coordinate with civil, electrical, fire \& safety and IT teams on poles, trenching, ducts,

door hardware, power and network readiness.

Pre-sales, bids and commercials

• Own technical responses to RFPs, RFQs and tenders (including GeM, CPPP, PSU, port

and airport authority tenders): compliance matrices, deviations, technical write-ups and

presentations.

• Prepare accurate BOQs and costings with the commercial team; offer value-engineered

options without compromising security outcomes.

• Ensure tender compliance, including Make in India / PPP-MII, restrictions on country-oforigin

where applicable, OEM authorisation (MAF), warranty and AMC terms.

• Run product demonstrations, analytics proofs of concept and pilots; present solutions to

CSOs, plant heads, CISOs and administration leaders.

• Support sales in account planning, opportunity qualification and win strategy for large

and multi-site deals.

OEM and partner management

• Act as Syntel's technical point of contact with security OEMs and national distributors in

India; secure deal registrations, pricing and OEM design support.

• Maintain partner tiers and certification targets; track product roadmaps, cybersecurity

advisories and end-of-life notices.

• Evaluate new technologies (AI analytics, cloud VMS, mobile credentials, radar and

thermal detection) and recommend portfolio additions, including opportunities to

integrate Syntel's own AI video analytics.

Implementation and project leadership

• Lead design-to-delivery handover: approved drawings, configuration standards, IP plans,

test procedures and acceptance criteria.

• Provide technical leadership to project managers, engineers and subcontractors during

installation, configuration, integration and commissioning.

• Lead integration across subsystems: VMS with access control, fire alarm, PA, ANPR,

intrusion and PSIM; integration with HRMS, SAP/ERP and visitor management systems.

• Run factory/site acceptance tests and sign off on system performance, including

analytics accuracy, before customer handover.

• Resolve escalated technical issues and change requests; manage design risks against

scope, schedule and budget.

• Define as-built documentation, SOPs for control room operators, user training and

AMC/support handover.

Practice building

• Build reference architectures, standard design templates, BOQ libraries and proposal

content for key verticals (manufacturing, ports, airports, enterprise campuses).

• Mentor pre-sales and project engineers; drive OEM certification plans for the team.
• Work with Syntel's networking, unified communication and R\&D teams on integrated,

differentiated offerings.

Technical Skills and OEM Expertise

Hands-on experience is expected across most of the following areas. Depth in at least three

major OEM ecosystems (camera, VMS and access control) is essential.

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Area Platforms, products and know-how

IP cameras \& CCTV • Axis, Bosch, Hanwha Vision, Honeywell, i-PRO, Avigilon/Pelco, CP

Plus, Prama, Matrix

• Fixed, PTZ, multi-sensor, fisheye, thermal and explosion-proof

cameras; lens and lighting selection, WDR/low-light, DORI design

Video management

(VMS)

• Milestone XProtect, Genetec Security Center (Omnicast),

Videonetics, Bosch BVMS, Honeywell, Hanwha Wisenet WAVE,

Axis Camera Station

• Recording architecture, failover, federation, multi-site design, video

wall and control room integration

AI video analytics • Intrusion, loitering, crowd, PPE compliance, fire/smoke, ANPR/LPR,

face recognition, object left/removed, people counting, forensic

search

• Videonetics, BriefCam and OEM edge/server analytics; GPU sizing,

accuracy testing and false-alarm tuning

Access control \&

identity

• HID, Honeywell / LenelS2, Johnson Controls (C•CURE), Genetec

Synergis, Matrix COSEC, Suprema, IDEMIA

• Card, biometric and mobile credentials; controllers, door hardware,

EM locks, interlocks, anti-passback, visitor management, time \&

attendance integration

Entrance automation • Tripod, flap, swing and full-height turnstiles, speed gates, security

doors and mantraps (Gunnebo, dormakaba, Boon Edam, Magnetic

Autocontrol, Automatic Systems)

• Boom barriers, bollards, road blockers, tyre killers, UVSS (undervehicle

scanning)

Perimeter \& screening • Fence-mounted and fibre-optic PIDS, buried cable, microwave and

IR barriers, radar, thermal detection (Senstar, Southwest Microwave,

• *T